Washington Defense Corporation Formal Business Proposal 11.23.16
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Washington Defense Corporation Formal Business Proposal 11.23.16
- 1. By: Serena Washington, MSM, PhD(c) 11/23/2016
- 2. ManTech Proprietary Joint Service Army Aviation Officer – Military Intelligence J2Federal Business Development, Capture Manager, MSM Business Consulting Psychologist, PhD Candidate Serena Washington
- 3. Outline Executive Summary Mission Statement Services The Opportunity Corporate Capabilities & KSA’s History of Successful Ventures Value Add Federal Agency Relationships Marketing Plan Ethics in Action Summary
- 4. Core Strengths and Competencies Business Development at Top SI Firms Entrepreneur, Book of Business, Federal Expert 15+ years experience in DOD (8 years Defense Contractor in Sales roles) Army Aviation/ MI Background/ Air Force Support Top Secret/ SCI Washington DC footprint $1B Wins over career Shipley Standardized Best Practices Seasoned Staff Officer, 15C35, MI Aviator, J2 + J3 4 Executive Summary
- 5. Mission Statement: To increase brand awareness, cultivate new clients, drive innovative people to your workforce while diversifying revenue streams in order to gain market share in the high end technology services industries to include IT Infrastructure, Systems Engineering, Systems Integration, Software, Cyber & Mission Support, Test and Evaluation, Sustainment & Modernization. Business Philosophy: Diversify. Diversification of Client Base Reduces Risk over time. 5 Mission Statement
- 6. Think of Serena For… PartnershipPartnership
- 7. Services Value Hierarchy Managed Services Consulting (Outsourcing) Federal Business Development (Contracting/ Sub-contracting with Federal or State Agencies) I/O
- 8. What is the Service? Staff Augmentation & Recruiting, Business Development (Sales), Capture, Proposal, Acquisition Management Services in Federal Industry acquiring contracts for IT Managed Services, Logistics, Cyber & Mission Support, Program Management, IV&V, Sustainment & Modernization, and Acquisitions. Direct placement, Contract to Hire, Hourly Services, Time and Materials, Firm Fixed Price (Award Fee), Cost Reimbursement (Cost-Plus), IDIQ, Task Orders, JV Prime Teaming Arrangements/ Strategy/ Win Theme Development/ Customer Relationship Building End to End Sales Process Management/ Acquisition Lifecycle Process Improvement 8 Opportunity
- 9. Strategic Market Analysis Proposal Development and Win Theme Strategies Business Development Support, Pursuit Prioritization, and Pipeline Management Capture Management & Strategy Execution Teaming Agreements & Competitive Intelligence Price-To-Win, Cost Estimating Customer Understanding Enhancement Revenue Generation Management Transaction / Contract Management Mergers and Acquisitions Support 9 Core Capabilities
- 10. Aviation Sustainment, Modernization, Weapons, Sensors Training, Development & Simulation Program Management, Optimization, IV&V Systems Engineering, Integration, Cyber, Software Integrated Trade & Supply Chain Management Intelligence Analysis & Support Security Advisory & Management Services Counterdrug, Counter-Narcoterrorism, Counter- Terrorism Homeland Security, Defense, Irregular Warfare 10 Knowledge Skills and Abilities
- 11. 11 The Business Development Life Cycle
- 12. Build Relationships and Grow Business Build Relationships and Grow Business Value Add = Consultative Sales Approach Securing Clients = Consultative Process ClientConsultant
- 14. Value Add = Shipley Certified Capturing Business – Strategies for positioning with customers on major programs and pursuits Managing Proposals – Methods and tools for managing complex, strategic proposal efforts Writing Proposals – Best practices for developing win strategies and themes, creating compelling content, and applying customer focused language Business Management Areas: Decision Gates and Reviews Winning Executive Summaries Pricing to Win Winning with Task Orders Positioning to Win (Sales Effectiveness) Winning Sales Writing
- 15. 15 Large Capture Team Structure
- 16. 16 Small Capture Team Structure
- 17. Value Add = Capture Management
- 18. Value Add = Increase ROI
- 19. 19 Value Proposition Driving the opportunity plan into a progressive favored position while increasing probability of win creates a platform of business continuity, desired level of interaction with key stakeholders, and capturing new business in order to increase ROI and market share through a formalized proven system of successful wins.
- 20. Why is this now an opportunity? Teammate is too narrow in customer base. Becoming increasingly diverse in customer base is a priority. What is the business concept that will address this need or take advantage of the opportunity? Exceptional Proposal Craft, Win Theme Development, and Articulation of Value Proposition to New Customers, Enhancing Understanding of Portfolio into New Federal Markets by bidding on Federal contracts in a Prime, Sub or JV role, while sustaining fixed income by preserving customers through relationship enhancement, cost savings, and prototyping of new services. Is the market large and growing? Large and growing 20 Opportunity
- 22. 22 Value Add = Teaming Tactics Techniques Procedures Competitive Intelligence
- 23. Reach Information Officers, Executives, COTRs Secure new clients through face to face sales presentations, referrals and Industry Events Use Existing Relationships, Professional Groups and outlets to meet New Government Officials Market Vision and Expertise in Social Media, the web, panel discussions, trade-shows, brand management strategies, newsletters Focused Marketing Campaigns 23 Serena’s 1st Year Marketing Plan
- 24. Integrity – You can rely upon my advice Communication – Timely and unbiased Customer Care – I value your clients Results – I strive to achieve superior results in every situation Connections – I know the right people Shared Values – Corporate culture & values to be preserved and cultivated Honesty – Truth in Business 24 Ethics in Action
- 25. Drives new business growth 10% - 15% annually Captures $100M+ with Proven Track Record US Army + DOD + Intel + Aviation + Weapons Best Practices, Agile and Adaptable Identifies New Markets to compete in, capture management, proposal management, customer relationship management, transaction management Develops Win themes, Bookings Goals & Metrics Writes Winning Proposals, Technical & Pricing Clarifies capture priorities and principles Large Business Acquisition Process (BAP) Expert 25 Summary
- 26. 26 Contact Serena Washington Business Development Consultant 904-424-1862 sw@washingtondefense.net
Editor's Notes
- Ms. Washington is a 15+ Veteran of the Federal Government and more specifically the Department of Defense. She is focused in the National Security and IT Consulting Services arena to include Professional Services; Intelligence & Analysis; Program Management, Supply Chain Management; Security & Operations; Sustainment & Modernization. Training and Simulation; and High End Technology Services to include, IT Infrastructure, Systems Integration, Systems Engineering, Software, and Cyber Security. Her focus has been with top Systems Integration Firms such as Cisco Systems, Inc. (Capture Manager), ManTech International (Director of Business Development) and Booz Allen Hamilton (Management Consultant). She has also led small firms in winning very large proposals such as Amyx Inc. 200M BAP of 5 vendors selected. Her offices have been located in the Washington DC Metro, Maryland and Virginia areas where she has well developed business relationships with both Federal Contractors and Federal Agencies. Because of the nature of her work, working with clients all over the country and team members deployed around the country and world, Ms. Washington is a well-suited candidate to assist any teammate with its marketing and growth plan, as an experienced Business Development Manager and Capture Management Professional.
- Mission Statement: Our mission is to increase brand awareness, cultivate new clients, drive innovative people to your workforce, and diversify revenue streams in order to gain market share in the Professional Services, IT Infrastructure, Systems Engineering, Systems Integration, Software , Cyber, Test and Evaluation. Business Philosophy: Diversify. Diversification in Customer Base Reduces Risk over time.
- This is an example of my solutions. I take on responsibility for your deliverables. I work together with your team to determine the business issue. I do a lot of work in business analytics; it used to be called BI (business intelligence). BI was focused on providing a method for gathering information and reporting on it. That segment of technology has evolved into business analytics which gives the ability to act not just report on the information in order to enhance capture management and competitive intelligence.
- This pyramid shows the business development services I provide and how each one is valued towards return on investment. At the top of the pyramid we think of Industrial Organizational Psychology – the understanding of how your company works and the theories for effectiveness. Together, we develop the strategy for your company, a new line of business or market; once we have the strategy, there’s business process consulting, and typically I come in to revamp sales processes. An example is Capture Management – I help organizations determine what’s needed to change in order to increase return on investment (ROI). I determine new selling motions for technical consulting companies and make presentations to the government on your architectures, programs, etc. I bid your solutions for both small to large contracts in Professional Services, Management Consulting Services, and Managed Services.
- Services Description – I offer Business Development (Sales), Capture Management, Proposal Management, Program Development Services in the Federal Contracting Industry acquiring contracts for Staff Augmentation, Professional Services, IT Managed Services, Logistics & Modernization, Cyber and Mission Support, Mission Readiness and Training, Security Services, Program Management , IV&V, Sustainment & Modernizations, Acquisitions (Prime or sub) for Time and Materials, Firm Fixed Price (Award Fee), Cost Reimbursement (Cost-Plus), IDIQ, Task Orders.
- Shipley University Certificates in Federal Business Development • Capturing Federal Business, Fairfax, VA 2011 • Positioning to Win, 2010 • Managing Federal Proposals, 2010 • Writing Federal Proposals, 2010 • Price to Win, 2010
- I have managed programs and human capital in the most elite and well known Intelligence, Defense and Civilian agencies and Directorates.
- I have built personal relationships with the most robust and innovative Large Systems Integrators and Federal Contractors in the Industry.